DEAL EXECUTION MANAGER L1

Role Purpose

Reporting Manager: Vijay Bhasin

Deal Management & Pursuit Support

• Track deals end‑to‑end from opportunity receipt to closure.
• Participate in qualification, pursuit strategy discussions, solutioning, proposal creation, pricing, deal reviews, and approvals.
• Support BAFO, orals, and post‑submission clarifications.

Solutioning & Proposal Creation

• Lead initiatives with multiple workstream owners to translate client requirements into feasible solutions in coordination with GBL, Practice, and Delivery.
• Storyboard and lead the preparation of proposal decks, including solution descriptions, case studies, and executive summaries, in collaboration with Solution Architects and multiple workstream owners.
• Ensure governance adherence and obtain solution approvals before submission.

Cost Model and Financial Engineering

• Drive initiatives and meetings focused on evaluating client budgets, competitive positioning, and price‑to‑win analysis in coordination with BFM, Sales (SMU and GBLs) to recommend optimal pricing structures.
• Validate ground‑up delivery effort estimates, pyramid optimization, location mix (onsite/offshore/nearshore), and automation levers in alignment with the solution and in collaboration with GBLs.
• Challenge underlying assumptions from solution and delivery teams to ensure costs are realistic, defensible, and competitive.
• Ensure alignment with Wipro pricing governance and SMU‑level financial approval thresholds.

Contracting

• Support MSA/PSA redlining by coordinating with Legal, Delivery, and Finance to ensure contractual terms accurately reflect the approved solution and commercial model.
• Ensure all mandatory approvals—Legal, BFM, Delivery, and SMU leadership—are secured before releasing any SOW or contractual document to the client.

Customer Engagement

• Participate in client workshops (opportunity discovery sessions), Q&A sessions, clarification discussions, and orals preparation and Orals session.
• Drive client visits to India Delivery center(s) with agenda creation, pitch creation in sync with sales, marketing, delivery and practices.

Proactive

• Drive proactive pipeline creation by identifying whitespace opportunities along with on-ground team, monitoring industry trends, and collaborating with Sales/GAEs to shape early‑stage deals before formal RFPs are issued.
• Shape capability pitches, Art of possible decks- cost‑takeout initiatives, and consolidation proposals etc. to generate new pursuits and strengthen the qualified pipeline.

KPIs on which the SMU Presales team is measured

• Bid and Solution Management contribution
• Improved win ratios on proactive and reactive deals
• Pipeline OB contribution
• Personal growth
• KPIs- TCV and Pipeline Targets will be assigned individually

loud, App, Infra or Digital deals.